Actions and Detail Panel
Export Hub: Managing Agents & Distributors
Wed 8 March 2017, 09:00 – 13:00 GMT
An ideal export agent or distributor can be a successful way of entering and developing a new international market. Identifying, appointing and managing the ideal overseas partner can be a quick low cost entry to a new market or a management problem.
In this workshop we look at the qualities of that ideal representative. We review the steps of identifying, appointing and managing an agent or distributor. We discuss the practical issues and the best ways of ensuring a successful outcome for your company.
This half day interactive workshop uses individual and group exercises. We discuss where to find that ideal agent, how to motivate them and ways of auditing them effectively. The areas covered include:
- Type/Selection of Distribution Channels
- Marketing Investigation
- 6 “W”s
- Selection of Distributor/Agent
- Assessing Potential Agents
- Payment and Reward System
- How to motivate Agents and Distributor
- Problems in managing relationships
You will come away from the workshop more confident about assessing, appointing and motivating international agents and distributors.